Friday, August 8, 2014

About two years ago we began tracking front end PVR throughout our auto group. OK not revolutionary but I'm not talking salesperson PVR I'm talking from the desk. But for each action there is an equal and opposite reaction. The negative was that now desk managers would run from low margin deals, internet grosses or deals on age pre-owned inventory. What we wanted was a culture of accountability...what we got was desk managers becoming good at playing matador.

John Marazzi had a solution. Instead of letting his one desk manager who would take any action (be it a detriment to his per copy) become the department laughing stock he created a top ten gross report. The report would pit each desk managers top ten grosses against the rest of the team. What we found was that the playing field was leveled and that when gross was there the so called low PVR performer was hanging with the big boys.

BUT today my mind was further blown. In the ever changing marketplace of pre-owned vehicles prices don't just change daily they change hourly. Now how could you compare a manager selling a 70 day old unit with 400 dollars of profit to another selling a fresh unit with 1800 dollars of wiggle room to retail? The answer is you can't. John Marazzi has changed all that. In transactional selling John has realized success is relative to the opportunity you are given and what you do with it. His price to sale gap report takes all that into account and gives managers a true relative measurement of their dealing success. Simple but effective thinking. Well done John and Brandon Honda!

Friday, August 1, 2014

The Morgan Auto Group (based in Tampa, FL) has brought their lineup of unique brands represented to 11 with the acquisition of Gettel Automotive’s “Volkswagen of Gainesville.” Morgan Auto now has 12 dealerships on the Gulf Coast and in Central Florida where they currently have Honda of Gainesville,Gainesville Buick GMC, Gainesville Mitsubishi and Honda of Ocala in the region.

“We think that there is a ton of upside to the VW brand,” said MAG CEO Larry Morgan. “Volkswagen has a diverse lineup and a loyal following and we are looking forward to growing that business.” The Morgans are no strangers to VW, their first entry into the car business back in 2004 was with then partner Jason Kuhn and his Kuhn Honda Volkswagen store on Kennedy in Tampa. “The first vehicle I ever sold was a new Volkswagen Golf,” remarked Larry’s son and Morgan Auto President Brett Morgan. “It’s a neat brand that appeals to young, educated consumers and we are thrilled to be operating in a University town such as Gainesville, FL.”

Larry and Brett stated that they will continue to operate the store from the current location while a new facility is constructed. “Operations and the Customer Experience will remain consistent and we shouldn’t miss a beat in transition,” said Larry. “We look forward to bringing some of our own priorities to the store but that will be over time. For now, our focus will be in creating and maintaining a great customer experience in Gainesville.”

The Morgans have named Veteran Dealership Manager Tony Turner the new General Manager of Volkswagen of Gainesville.

Friday, July 18, 2014

The first time I met John Marazzi had to be in late 2005 or most likely 2006. I was a "young car guy" LOL (not as young now as when I started this blog, har-har) and a vender friend had offered to take one of my favorite car guys Ross Bauer (our then GM at Toyota of Tampa Bay) and myself to Fort Myers Toyota to meet what we already knew was one heck of an operation.

I was low on sleep in my then role as a Floor Manager at Toyota of Tampa Bay but lucky for me Ross drove all the way down. Operationally John had some things going on I'd never seen before. The bottom line was that each step he found a way to maximize efficiency and get his most capable people in front of the customer every time. He was finding ways (and still is) of getting to what he felt consumers wanted and at the same time breaking sales volume records left and right (with happy customers too).

While my colleague ventured around the store I found myself alone with John in his office. He opened a long file drawer in his desk and asked me to come around to look. "Do you see that Brett," he said with a small trace of his New Jersey roots, "these are all the people who would love to come to work for me here in Fort Myers." As I looked down I saw, neatly organized, near a thousand filed job applications locked away below his desk. I believed John. Anyone with the drive, charisma, excitement and competitive spirit of a John Marazzi doesn't have to tell tales. He's going to just show you sooner than later.

Fast forward to 2014 and John has been partners with my father and I for nearly 2 + years. Everyday I learn from John Marazzi and I still see the very same instincts and energy I found in John some 8 years ago. Is he confident? Sure. Does he run in a million different directions each day? Sure, many successful business leaders do (He's a tough man to keep up with sure). He tries things others in his industry are unwilling to try. Is he perfect? Heck no, John can be fickle and change directions so quickly if he thinks something isn't working, sometimes maybe too quickly but hey, he's impatient. AGAIN --- many great people are. So when you meet John, do me one favor, just don't ever tell him NOT to do something. He'll just work all the harder to prove you wrong.

Brandon Honda is a place today unlike it has ever been. I'm proud to call John my partner and I am proud of what we are able to do as a team. John Marazzi's team is one I'd send my application to any day of the week.

Wednesday, July 16, 2014

While it seems like yesterday in 2011 that John Marazzi joined Morgan Auto Group, in a short amount of time the successful General Manager (and now our partner) has done quite a bit. He's shattered store records in regards to Service, New Car Sales and Pre-Owned Sales all the while focusing on his online reputation and customer satisfaction.

Just in 2014 alone Brandon Honda has been acknowledged and recognized by three separate awards. The best news? One is the prestigious American Honda "President's Award" and the other two are based on online consumer ratings.

Brandon Honda is now the winner of the American Honda President's Award, was the 2013 Dealer of the Year for DealerRater.com and also an Edmunds.com "5 Star Dealer."

We look forward to following John’s success here in Tampa after an award winning career in Naples and Fort Myers (Ft. Myers, FL). Keep it going John! I remember the day I met him at while he was at the helm of Ft. Myers Toyota and still recall that first impression of a deeply motivated, very personal and hands on leader!

Tuesday, July 15, 2014

I just wanted to take a minute and pass a deserved nod and a wink (hats off) to our GSM extraordinaire at our Brandon Honda store, Sam Raabe, for receiving 40 Under 40 designation. As a past recipient I understand the scope and impact you have to make professionally to receive this kind of recognition from Automotive News. Sam's impact on the day to day business of Brandon Honda has been nothing short of Herculean. We are surely proud of you Sam!

Sam Raabe was sick of working nights as a bartender, with no direction to his career. So he started selling cars at Kendall Kia in Miami. It was a way for a guy without a college degree to get a good-paying job and advance quickly.

Within a few years, Raabe (pronounced “Robbie”) had risen to finance manager at Honda of Ocala. Now, he’s general sales manager at Brandon Honda, a President’s Award-winning Tampa dealership.

Raabe’s sales tactics require managers to get involved early, “roaming the floor, not sitting at their desks,” greeting customers early in the process. After a test drive, that same manager will handle any price negotiations after the first exchange of numbers. That speeds the deal process greatly, Raabe said.

“When the boss comes out, you know you are near the end of the deal, plus it gives credibility to the deal,” Raabe said. “It’s always the same guy as before the test drive, not some scary new guy.”

Raabe also likes hiring sales staff who have never sold cars before. At his store, 70 percent of the staff is new to car retailing.

“They don’t have bad habits. They only know our process and don’t take shortcuts,” Raabe said. That process includes daily inspections of recent trade-ins and inventory older than 60 days, as well as a daily one-hour training session by a manager to teach employees all facets of the business.

The tactics are working. In the six months of 2012 before Raabe took the general sales manager job,Brandon Honda sold an average of 174 new and 110 used cars a month. In 2013, that soared to 242 new and 151 used sales a month. Profits rose 42 percent.

Brandon Honda also is the top-rated Honda dealer in Florida on DealerRater, scoring a 4.9 out of 5 from more than 1,200 customer reviews, in a cut-throat metro market. There are nine Honda dealers within a 45 minute drive of Brandon Honda and four within 30 minutes.

Raabe is not satisfied. His target is 350 new and 250 used sales a month in 2015, with profits up 25 percent this year and 15 percent next year.

Raabe thanks Brandon managing partner John Marazzi for his mentoring and “never give up” attitude. Marazzi’s best lesson, says Raabe: “No matter how tough it’s going, you can never be afraid of taking risks. You need to take as many risks as possible.”

Wednesday, June 11, 2014

So tomorrow I am doing some traveling the kind of traveling that I don't do very often. I think that I am going to find my Google Samsung Chrome Book very useful. It's got a media card slot so I can send and post pictures straight from my nice Sony DSLR Camera and I am going to use another Micro SD card to load a bunch of MP4 movie files. I think it's working out nicely and let's face it. If it's stolen you can't login and it's ridiculously cheap to replace. A much better solution than bringing say my Apple Mac Book Air. So that's that. Maybe I'll even post some things happening on my trip here!

Tuesday, March 18, 2014

I've just noticed "lists" are getting more and more popular in blogging. Actually they are all I see...

Lists as to 7 reasons mobile devices are bad for children, 10 miracle foods that can change your life, 4 positive thoughts that will make your day better...well you get the picture. So did you click on my post?

Thursday, January 9, 2014

4 quick takeaways from my brief visit with Florida Governor Rick Scott
Florida Governor Rick Scott stopped by our Brandon Honda store near Tampa this past Wednesday to reinforce a major proposal that could amount to $400 million in tax savings for Florida drivers. The tax break would reverse some of the legislation we saw in 2009 that sent tag renewals to record highs. As a dealership employee we often electronically administer this work for customers so naturally we heard the negative response in a major way. In my opinion this move is also a symbolic break from much tougher days...both for our state and car dealers.

Like my father, Governor Scott is a mid-western boy by birth and college education. Also like my father he came from humble beginnings in life. He had done his research on my father and while that's what a good politician should do - it was a neat conversation to watch. Say what you will say about them both - but a self made man is exactly that in many respects. Success was neither given nor destined for either. In fact I would also throw our partner John Marazzi into that same breath. These are men who have succeeded in life through hard work, determination in spite of what others were able to provide them in life. Their lives have been more about what they have been able to provide to others in the way of opportunity, growth and success. Don't feel that way about the Governor? That's fine but I'd read this human interest piece and take a break from the politics for a minute.

The Governor also made light of his friendly competition with Texas Governor Perry and a small bet he had with the Alabama Governor over the recent BCS National Championship between Auburn and FSU.

#2) He looks like Peter Garrett, the lead singer from Midnight Oil.
Ironic maybe that Garrett, is now an Australian politician. Wait? As I was creating this graphic below I googled both names hoping someone already did my work for me. They hadn't, but I did realize Jon Stewart from Comedy Central had already made this joke. So not cool. Jon went to my rival college (College of William and Mary) as I am a Richmond Spider. I no longer like my own joke. At least if you know of Midnight Oil we know you have good taste in music. Moving on...I digress...

#3) The local Media is HARD on Rick Scott...

"They should be!" Stop muttering under your breath...I can hear you. Seriously, yesterday's announcement was a very positive thing. But since he had alluded to it previously at a Tampa press conference some 30 days ago this was most certainly overkill! I didn't feel that at all. This time he decided to return to an appropriate venue (locally owned car dealership), on a slow news day, and talk about the savings and this time with more specificity. I figured he'd gotten it right. Every piece of media written though basically waxed the same...

"Clearly interested in publicity in the politically crucial Tampa area about a tax cut, Gov. Rick Scott made a second appearance in Tampa in less than a month Wednesday to talk about his proposed cut in vehicle registration fees."

Wow even the Tampa Tribune is worn out by two local visits in a 30 day period! Like you've never written virtually the same article before? Ha!

#4) People don't see the big picture anymore in politics. They remember only issues (and moments) the media magnifies. And they speak with a venom that makes me sad for my generation.

People don't look at the big picture, the small victories or potential future gains in politics. My guess is that between the "he's not personable" perception of Rick Scott and issues like the proposed drug testing of welfare recipients that he's gained some enemies. My opinion is that these things sort of become "Red Herring" issues in the sense that they aren't within the top 10 opportunities and challenges facing our state, but all the same they become defining. I would argue the same on the other side of the isle for what happened to former Governor Crist. His brief embrace with Barack Obama lead to his eventual political cross-over. The sad part is as state residents (specifically younger people) we hang our hats on these moments. We close our ears to Scott's vision of a state with a greater draw of large employers. We stop listening when he uses the example of cities like Austin, Texas as a creative and growing city he'd like to see replicated in Florida. We stop peeling the onion and driving towards the core of what could make a better Florida. We roll our eyes and say, "there goes the idiot who wants welfare recipients to be drug free to receive our benefits." When Governor Scott talked about us taking a greater, deeper pride in our state...I was moved. Those are the kinds of beliefs that can bring people from all walks of life together. We grasp at the negatives far too easily...

Don't believe me? Within moments of posting on our Facebook page about the Governor's visit we received the following comments:

"Great you got to meet the Governor. Just sorry it was THAT one."

"Ask him how much money he plans to make drug testing all of florida? He voted for drug testing for welfare and state employees because he owns the largest drug testing provider in Florida. Hes an asshat"

"I couldn't agree with you more. Hes one of the worst thing thats happened to florida."

Truth is we probably always spoke this way, save maybe the "asshat" remark. It's Social Media that has now given every one a voice into a stranger's living room and that's both exciting and terrifying to me. Freedom of Speech is important but I'm probably not wrong if I am assuming that these are opinions being formed on a few basic factoids. I'm trying to be more balanced in my approach in life. Am I saying that the Governor deserves your respect just because he is the Governor? No. What I am saying is that if a large majority don't we probably aren't moving anywhere as progressing people. In walking the room that evening and speaking with many of my business associates we all agreed we wouldn't have the stomach for politics. CAR DEALERS not being able to stomach something? Yes. That's what I said.
When Governor Scott first got out of the car yesterday he first asked about the healthy of our business. It's funny, growing up with an entrepreneurial father you notice some things. One of my greatest takeaways is watching the personal growth opportunities a business leader can provide to so many. The Governor was pleased to hear our business was growing in the post-recession and eluded to a Florida's fiscal health and the success of "smaller government" and a solid foundation moving forward. This philosophy right here is at the core of what drives entrepreneurial America. I am a huge believer in the impact we've made in our communities as entrepreneurs. Bigger more inefficient governments can drain of our own tax revenues while stunting the growth of many whose success paves the road of opportunity for others. That's a BIG PICTURE issue that is effecting our state here and now.

I just hope the next time the Governor (or another politician you consider an asshat) sincerely speaks up, you listen - and don't get lost in the sound-bytes and "red herrings." You might just learn something.

Tuesday, January 7, 2014

Oh yes you can! And through the native Blackberry link application! It's easy!

2) Enjoy a "Siri" type experience.

Try the new "Built for Blackberry" application "Say It" which now runs "headless," meaning the window does not need to remain open.

3) Bluetooth stream music to my car --- which does not allow for bluetooth streaming.

I have a 2011 GMC Terrain SLT. In that production year bluetooth streaming of internet radio or really any media is not supported. How did I fix this?

I purchased a Blackberry bluetooth gateway and attached it in an attractive fashion (using velcro) under my arm rest. The gateway has a power source and feeds nicely into the auxillary port thinks to some good thinking by GMC. So now when I step near my car it's ready to rock tunes right off my phone.4) I hear Blackberry doesn't have supported applications for E*Trade, Yahoo Fantasy Football, ADT, American Express, Nike +, SunTrust Bank and Klout? Also what about Google Drive?

Yep, that's true. But thanks to the beauty of HTML 5 and the best Blackberry browser ever I have simply created Home Screen links to these accounts. Don't like that? Well you can always try sideloading Android apps (I have done this and to mixed success). Google Drive? No problem, I'm utilizing the "Cloud Explorer for Google" application and I am all set.

5) Sonos?

Yes Blackberry 10 has some great applications that work very well with your Sonos wireless sound system.

6) Instagram?

Ok honestly, I'd be doing a lot more on Instagram if it weren't for the fact that they won't develop an application for Blackberry. Blackberry hasn't developed one either. The best experience I have found is with "Blackgram," a newer application available on Blackberry 10. Functions are to a degree limited but if you can't get to another mobile device at least I still can participate.7) Blackberry Travel

I've tried to utilize other travel applications to organize my busy business/leisure travel life. Blackberry Travel is a native application that works well by pulling reservations and travel plans out of my e-mail. Want to search for local restaurants and get the weather to where you are going? It's simple. Also any flight changes or status updates come right into your Blackberry 10's notifications. It's fantastic.

8) Blackberry Messenger (BBM)

It needs some work but look for Blackberry to make a real investment here in 2014. Could it one day be a leader among the likes of Viber, WhatsApp, KIK Messenger and Snapchat? I repeat...needs some work! BUT everyday I do utilize BBM and wish more in the US did as well. The best upside is that unlike Apple's iMessage it's available on Android, Apple and BB devices. Can't say that for KIK and Snapchat.

9) Native integration with Evernote and Dropbox show why Blackberry still wants to build the best phone for business on the planet.
What did Melanie Griffith say in that Harrison Ford classic "Working Girl" in the 80's? A mind for business but a body for sin? Yeah that works here too. Maybe.

Welcome!

Morgan Auto Group is one of the fastest growing family-owned dealership groups in the United States. We were the 2nd biggest mover recently in the Automotive News Top 125 Dealership Group Survey.

I have been in the retail car dealership business since 2005. My father was going through a failed retirement after selling his tire & auto service business Tires Plus and we decided to try the car business. I'm glad he did. Today we are 14 rooftops strong in and around Central Florida and the Gulf Coast.